Vanta is a SaaS company focused on compliance and security. Its trust management platform automates key workflows for achieving and maintaining standards such as SOC 2, ISO 27001, and GDPR, helping organizations manage security programs as they grow. The platform connects with more than 375 tools and supports processes including security questionnaire automation and vendor risk management. Vanta also helps service providers and auditors deliver more efficient compliance experiences, making it easier for businesses to demonstrate trust to customers and partners.
Director of Enterprise Sales, EMEA - Vanta (Hybrid)
Lead Vanta’s EMEA enterprise sales strategy for its trust management platform. Build teams, guide strategic deals, improve forecasting, and drive growth in larger markets.
Description
- Build and lead Vanta’s EMEA enterprise sales motion
- Establish a multi-year vision connected to go-to-market goals
- Develop the enterprise playbook, sales processes, and deal strategy
- Own the EMEA enterprise target and improve pipeline creation, win rate, deal size, sales cycle, and quota attainment
- Support strategic customer opportunities, coach sellers, and close complex deals
- Hire, mentor, and develop sales managers and account executives
- Create progression paths into enterprise sales and leadership
- Provide an accurate weekly forecast
- Establish inspection routines, deal reviews, and strong pipeline hygiene
- Collaborate with sales, marketing, RevOps, product marketing, partnerships, and enablement on regional go-to-market strategy
- Represent Vanta at EMEA industry events and customer meetings
- Use EMEA enterprise buyer insights to inform product priorities, pricing, packaging, and regional investment
Requirements
- A consistent record of building enterprise sales functions from the ground up and moving companies or regions from mid-market toward larger customers
- Experience managing frontline sales leaders within a SaaS business
- Repeated success meeting or exceeding enterprise new-business targets across multiple EMEA markets
- Knowledge of how buying processes, procurement, and security reviews vary across EMEA
- Ability to manage opportunities ranging from mid-sized transactions to complex, multi-stakeholder enterprise deals
- Expertise in a value-based sales methodology such as Command of the Message
- Ability to coach teams in value-based selling
- Strong command of business metrics, data analysis, investment prioritization, forecasting, and business-case development
- Executive presence with the ability to build relationships with CISOs, CIOs, and other senior buyers
- Proven ability to identify, hire, and develop sales talent
- Ability to work through ambiguity and create clarity during rapid growth and change
- Genuine interest in cybersecurity and helping customers build trusted businesses
- Curiosity, eagerness to learn, and sound judgment when using AI responsibly
- Legal authorization to work in the location where the role is based
Benefits
- Competitive salary and equity package
- Medical, dental, and vision coverage fully paid for employees and dependents
- 16 weeks of paid parental leave for every new parent
- Health and wellness stipend
- Stipends for remote workspace, internet, and mobile phone costs
- Commuter benefits for employees who work from the office
- Pension matching
- 25 days of annual leave per year plus unlimited sick time
- Eight company-paid holidays
- Virtual team activities, lunch-and-learn sessions, and other company-wide events